Don't forget.
Your sales offer, your proposal, will be shared internally in the company you want to do business with. Almost always.
You negotiate with a person, it seems that he is the decision-maker. That may be so, but the right thing to do is to think that you are just the final decision-maker, i.e. important but not enough.
Whatever the function or power of your interlocutor, he will share the opportunity internally.
Your e-mails and proposals will be passed on to people you don't even know exist, but are crucial.
Because, if in the middle of the road, someone raises his hand, your business can collapse and you won't know why.
Your offer will be gone over several times, talked over, and meticulously thought through by several.
Talk to one, write to many.
